EPISODE 209 – LEVERAGE YOUR PRICING STRATEGY TO RETAIN MORE CLIENTS

I recently did a podcast with a Doctor to find out what Doctors are doing in terms of marketing to get more patients. I learned a unique pricing strategy that this doctor uses successfully to retain more patients.

I’ve talked about it in detail how Attorneys can use this same technique to land more clients. Listen to the podcast below or download it for later. Make sure to subscribe, share and review the podcast.

 

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Hello, this is Richard Jacobs from Speakeasy Authority Marketing. Today I did a podcast with a doctor, a plastic surgeon. Not for me, not for a tummy tuck or any other stuff but to find out what doctors are doing in terms of marketing to get more patients. You might think that you would get a reaction but what does it have to do with me as an attorney? Well, actually, quite a bit. So I spoke to a very interesting doctor, Dr. Jonathan Kaplan in California and what he does is he posts a price list on his website. Not just a static price list but a price list that is interactive list. So if you want a breast augmentation or a tummy tuck or those kinds of things, you can go in there and you have to enter your information first. You have to enter your name, email, phone number and that kind of stuff.

He captures his potential patient’s info just like you could capture a potential client’s info and he puts up pricing so they can choose, okay, I want a tummy tuck or I want a breast augmentation, this that or the other and they can create a wish list of things that they want and they submit it and he gives them the pricing right then and there on the website but what it allows him to do is follow up with these potential patients. He has the staff call them and send them a monthly newsletter and those kinds of things. He said it increased his conversion quite a bit. He gets a lot more patients this way and they don’t have sticker shock when they come in to see him. I asked him, “Are your prices more than other people?” He said, “No. They are in line with other people.”

I said, “Aren’t you worried about driving patients away?” He said ”No.” Actually it reduces sticker shock and he sees the patients are a lot happier and more willing to come in because of it. There is a much higher booking ratio or what you would call a much lower no show ratio, a much higher appointment booking ratio. So it’s a great thing and even though it’s not specifically yet for lawyers but he said he will be adapting it. There are definite lessons you can take from this to improve your practice. One thing we talked about which I know many attorneys say as well. Every case is different. It’s complicated. I don’t want to promise results etc. and in the medical field the same thing happens.

There are doctors that say, well it’s really complicated and what I do is different and special and he said that he hasn’t found, first of all being a plastic surgeon himself that the pricing is not all complicated. He actually overestimates it a bit. So when a person speaks to the staff, they are pleasantly surprised that it’s less. So can you do the same thing as an attorney? Let’s say you do DUI. Can you put a price selection widget on your website and you could ask a few questions about it. Was anyone injured? Was your BAC higher than 0.10? Were there drugs in your car? You can ask a series of questions, not too many and you could give an estimate for the case with or without trial. You can certainly do that on your website.

I think it’s going to have a similar positive effect just like it’s had with Dr. Kaplan’s people. So if you want this implemented for your practice, let us know, we can do it. It’s not that hard to do at all. Email rj@speakeasymarketingnc.com or call (888) 225-8594 but I highly encourage you to take some other industries and learn from them because I do and it really helps tremendously to improve your practice. Hope this helps. Take care. Thank you.

 

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